Summary of Insight Selling

Surprising Research on What Sales Winners Do Differently

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Insight Selling book summary
Insight sellers – salespeople who provide valuable information to buyers – make most B2B sales today.

Rating

8 Overall

9 Applicability

7 Innovation

7 Style

Recommendation

Sales trainers Mike Schultz and John E. Doerr explain how to help prospective customers appreciate your professional insight and see it as an asset that comes with your product or service. Their magic ingredient is “insight selling” – offering prospects and clients crucial information. Schultz and Doerr provide clear instructions on how salespeople should work with prospects. The authors base their tactical information on extensive research, including interviews with more than 150 corporate buyers and data on “more than 700 B2B purchases.” They explain why salespeople must convince their customers to regard them as important parts of their offering’s value proposition and benefits. This handbook has a user-friendly format with charts, graphs, lists, tips and chapter summaries that make it easy to refer back to later. getAbstract recommends this useful standout to salespeople and sales managers.

In this summary, you will learn

  • Why “insight selling” works
  • What “insight sellers” do differently
  • How to use insight selling’s three primary components
  • What six profiles define most buyers
  • How to improve sales training
 

Summary

Sales: A New Ballgame
Selling has changed. Today’s buyers now view most products and services as interchangeable commodities. They no longer make purchase decisions based on the lowest prices. Instead, they go with the salespeople who provide the most useful insights. That makes the difference...
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About the Authors

Mike Schultz and John E. Doerr are co-presidents of RAIN Group, a sales training consultancy.


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